The Physics of Startups with Rob Snyder The physics of startup sales
Aug 22, 2025
Discover the fundamental differences between seller-push and buyer-pull sales strategies. The hosts debunk the myths around sales hacks that claim to create demand. Learn how to better align products with actual customer needs. They discuss practical steps to shift towards a buyer-pull mentality, enhancing sales conversations and navigating competition effectively. Hear about the importance of uncovering buyer priorities over just pushing features, and why targeted demos and real demand auditing can reshape your product strategy.
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Demand Is Separate From Supply
- Demand is separate from supply and exists independently in customers' worlds.
- Feature requests are requests for supply, not proof of demand for your product.
Demand Is A To-Do List
- Demand equals what people are trying to accomplish (their mental to-do list), not a desire to buy a product.
- If your supply fits someone's prioritized task, they will pull it; otherwise they won't buy.
Seller-Push Is The Default Belief
- Most people implicitly believe deals happen because sellers convince buyers to buy.
- That seller-push mindset drives messaging and tactics focused on persuasion instead of fit.